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COACHING

Ask questions and learn best practices about coaching in Gong.

  • 28 Posts
  • 90 Replies

Knowledge Base (1)

28 Posts
Todd Morgan
Todd MorganCommunity Newbie
asked in COACHING
Notifications for Scorecards

Hi all! We’ve recently just set up scorecards for our teams. It would appear though that when a scorecard is completed, notifications are sent to a number of people. I can’t find anywhere to configure this so it just goes to the team leader and the call owner, for instance?

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Daniel CrinnionNew Participant
asked in COACHING
No Talk Ratio Data but there is data

Hi All, I have a situation where Talk Ratio saying no data for one specific sales rep even though there is data and the sales rep has spoken! I have included screenshots to show what I am seeing.

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Molly Kipnis
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Joe BarrowHigh roller
posted in COACHING
Call Spotlight - Ask Anything

Hello All, There are some really interesting possibilities with “ask Anything” as part of call spotlight. Outside of some of the obvious things, I am curious how people see this as a coaching tool or a way to prep prospects for the next call. I have been experimenting with questions like: what could (insert sellers name) done better on this call? what questions should the prospect come prepared with for the next meeting then sharing that info in a follow-up to really drive home the personalization and set the stage for the next call What else do you think? I would love to get thoughts from other sales leaders or sellers. Heck, anyone for that matter. How does Gong use this internally?

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Sam Morris SamsaraNew Participant
asked in COACHING
Scorecard - Best practices for using AI powered answers

Does Gong have any best practices when utilizing the AI powered answers for Scorecard questions? We would like to help scorers by giving them some tips/tricks on how to incorporate the AI powered answers into their decision making, without having the AI powered answer being the only answer. If there are documents/ snippets from scorecard discussions I would love to review. Thanks!

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Noga Aloni
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Peter TightCommunity Newbie
asked in COACHING
How to track filler words by team member over time?

Some feedback I got during my performance review was to try to cut back on filler words in my customer calls. I’d love to use Gong to track my progress on the journey to stop using filler words and also to attach some metrics to work against. Has anyone tried to do this in the past? I figure someone probably has a great report/tracker search string I could rip off rather than reinventing the wheel. In my mind I’d have two views: Team view: Name on the Y axis and volume of filler words on the X axis Individual view: Different filler words on the Y axis and the count (or better yet, the percentage of total words) on the X axis Thank you!!

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John MachakEnthusiast
asked in COACHING
Using Initiatives Boards

How long does it take for data to populate once you’ve added trackers to an initiatives board?

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Molly Kipnis
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Lindsay WolffNew Participant
asked in COACHING
Manager Coaching playbook?

Has anyone created a simple playbook/guide for managers to leverage gong for coaching that you’d be willing to share? (general coaching - call, professional development etc)?

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Molly Kipnis
Mike Cardno
Mike CardnoFrequent flyer
asked in COACHING
Managers (Coaches of Coaches) - What is your weekly process in Gong?

Hi Gong Community! Just loved: ...And keen to learn from other Managers of managers re your weekly process with Gong- I currently have my coaches tag me when delivering feedback to the front line so I can also add insights and guidance (private message to the coach) I also have a weekly cadence with product marketing around moving the needle on key features across my portfolio, tracking mentions in Gong through to MOM performance. This has helped tremendously to inform new GTM initiatives / aligned talk track execution in my channels. - How do you engage / coach your leaders to get the most out of their teams in Gong?- What reports / metrics do you leverage / share back to your leadership pods and other stakeholders?- Do you find a weekly / monthly cadence helpful?- What Gong aggregate stats / trackers etc have you find particularly helpful in rollup reporting for your frontline managers? (Note: we are excited to be getting Salesforce connected shortly!) Cheers, Mike

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Courtney_Mirakl
Keith Harrison
Keith HarrisonCommunity Newbie
asked in COACHING
How can I analyze sales calls to create a sales script?

Seems like a simple question for a community and group like Gong… I want to take all (or some) of the calls of one of my top sellers, have them analyzed and model a sales script for me and the rest of the team. How can I do this? (with Gong and/or connected tools) Thanks :)

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Courtney_Mirakl
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Alex PenaNew Participant
posted in COACHING
Is it possible to have the AI scoring calls automatically based on the predefined scorecard?

Hi, Taking advantage of the AI insights from calls and transcripts is Gong enable to evaluate every call in an automate way using a predefined gong scorecard?

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Jennifer Shockley-DanielsCommunity Newbie
asked in COACHING
Quick reporting question

QQ - why would the monthly total of scorecards be different for a manager when viewed under the Coaching Metrics tab or the Insights tab? What is the difference in what is reported in each tab?

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Rachel Donelan
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Jackieretig1New Participant
asked in COACHING
Is there any way to track how long reps spend listening to calls (their own or peer calls for learning)?

Right now, I can see how many calls a rep or manager has listened to, but since clicking on a call and it playing counts as “1” it’s not a very representative number. Instead, it would be great to see how long (in minutes) reps have spent listening to their own calls or teammate calls.

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Lauren Olsen
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Dewey LovettCommunity Newbie
asked in COACHING
How can I view My Coaching across departments?

I am an enablement manager and a lot of my day to day includes coaching on Gong calls with Scorecards and leaving feedback. I see that under the Coaching Tab, I can view my own coaching, but I have to categorize by team. Is there a way I can group people together based on job title or with tags so that I can see everyone I have coached in one view?

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Molly Kipnis
Liz
LizEnthusiast
posted in COACHING
Three ways to Improve Performance and Consistency with Gong

Front Line Managers (FLM) are simultaneously faced with three fundamental and interconnected challenges that they must manage in order to be successful. These challenges are improving individual rep performance while also creating consistency and efficiency on their teams. If these components are missing, the risk to FLMS are missing their quota, inconsistencies in forecasting accurately, and wasted cycles because of inefficiencies across the team. As a Gong partner at GTM Advisors, I help frontline managers like you uncover what’s really happening in your pipeline so that you can identify disconnects and make data-driven decisions to adjust your coaching strategy. Here are three tips for using Gong to improve performance and drive consistency across your team: Do a pulse check with “Deal Drivers” Oftentimes the answers to our issues lie in opportunities. To get a sense of where overarching problems might persist, go into “Drivers'' under Deals and ask yourself: Are we single threaded

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Liz
Liz
LizEnthusiast
posted in COACHING
Using Scorecards to EBR/QBR Feedback

Hi Visoneer’s Community, One of my favourite features in Gong for structured feedback at scale and peer to peer coaching is utilizing the scorecards. Here are factors I’ve incorporated into scorecards for Customer Success and EBRs. Executive attendance Call opening and setting an end goal Two way engagement throughout the EBR Diagnosed priorities and goals Strategic vs Tactical conversation Goal attainment and KPI review Are there any other factors you add to your scorecards to coach on EBRs in a structured manner?

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Liz
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Sam MorrisCommunity Newbie
asked in COACHING
Using Smart Trackers - Can I get emailed results?

Hello! My Organization is using Smart Trackers to help track our Value conversations. We would love the ability for our leadership team to be notified when a call is flagged by the smart tracker, so we can audit calls containing our specific Value Outcomes vs Success Plan creation. Any help would be greatly appreciated!

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Molly Kipnis
Jaryd Dulieu
Jaryd DulieuNew Participant
posted in COACHING
Best practices for tracking Solution Consultant Insights?

Hi all, I’m trying to figure out a better way to track the way our SC’s position our solutions on their calls. The problem is that our SCs do not “own” the calls they participate in - the AE does. Because they do not “own” the call, Gong doesn’t seem to be able to track the topics and trackers that they trigger on their calls. Does anyone have any best practices on how they use Gong to measure Solution Consultant productivity and efficiency? Thank you!

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Molly Kipnis
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Joe BarrowHigh roller
asked in COACHING
How to see/edit filters in a saved search?

I have a number of saved searches. (see attached). If I go to this list, and I want to see the criteria I have set for a specific search, how can I do so? The edit pencil allows me to change the name but I don’t see where I can update the specific filters for a given saved search. For example, I have a saved search for a specific tracker called “Good Question” and then that filter is also set for specific groups of people. If I want to add or remove a person and save the filter, how would I do so? It seems to me the only way I can do that is to delete it and rebuild it from scratch which can’t be right. Any insight is appreciated. Thanks!

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Nicole Pettit
Molly Kipnis
Molly KipnisCommunity Manager
published in COACHING
Uplevel your coaching

DYK: We have over 30 courses in the Gong Academy to help you take your coaching to the next level! From coaching the middle to understanding metrics in Gong to learning deal strategies that work, there’s a coaching course for you. Browse the content catalog here.

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Molly Kipnis
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CathrynTNew Participant
asked in COACHING
Ideas for tracking/coaching Solutions Eng team

My team (Solutions Engineering) are rarely the hosts of calls, but I’m looking to create a report (or a filter, or anything really) that showcases their calls without needing to cross-reference their calendars. Wondering if anyone has suggestions. We leverage sfdc as our CRM, perhaps there’s a way to create reports based on opportunity teams, and see them from there?

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Andrew O'Driscoll
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Dani LarsonNew Participant
asked in COACHING
Can one rep be part of multiple teams on GONG?

I want to put reps on teams to be able to measure achievements during a short-term sales competition. SO while a rep’s “permanent” team might be SMB1 or “Nick’s Team”, I want to add them to another team (envision calling it something like “Spring Training - Team 4”) in order to track a group of reps during this month’s sales contest. Can it be done?

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Andrew O'Driscoll
Andrew O'Driscoll
Andrew O'DriscollHead cheese
posted in COACHING
7 Gong Tabs to Help Guide Your Next 1:1

Gong is the only tool you need to run your 1:1s. With all of the valuable, fact-based information that lives in Gong, managers have everything they need to facilitate impactful coaching opportunities with their reps. This is going to push many people’s Gong knowledge. If you have lived primarily in the Calls and Deals Tab you will now explore new application areas. This is a list of recommended Gong pages to use to run your 1:1s. FOCUS AREA WHERE IN GONG VALUE Upcoming Meetings ACTIVITY Tab View upcoming meetings Identify where you can help Instruct rep where to focus attention View meeting follow ups in same window Deal Status DEALS Tab Identify risk using warnings Understand next steps Use multiple boards (All, Outliers, Deals with Warnings etc.) Deal Risks TEAM Tab Deal Drivers Identify pipeline trouble spots Coaching Check-In TEAM Tab Coaching Inbox Review any open coaching requests and level of coaching provided Peer Meeting Benchmark TEAM Tab Stats Benchmark the reps meeting acti

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Molly Kipnis
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Melodie SchwartzNew Participant
asked in COACHING
Gong Metrics for Comp Plans

Hello! I’m curious to know if any fellow Gong community members have implemented Gong coaching metrics in comp plans? We’re using “Calls Listened to” for ramping MBOs- so far so good!

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Mike Cardno
Winnie Nguyen
Winnie NguyenCommunity Newbie
published in COACHING
POLL: How do you coach your team?

The first 5 users who comment will receive a pair of Gong socks! Coaching has a HUGE impact on win rates, ramp times for new hires, and job satisfaction across your team. Gong has built-in tools to help you coach effectively and improve in each of these areas. Question for Sales managers: Which Gong approach are you currently using for coaching? Some ways we love to coach are: We use @mentions in the “Comments” section on calls to praise publicly. We use @mentions in the “Comments” section on calls to coach privately. We ask reps to send at least one call (good or bad) for review a few days before 1:1 meetings with their manager/coach using either the “Feedback” option on their call or by tagging their manager in a comment. We create folders in the Call Library for topics like skills and areas of improvement. We then add calls to them and make comments to guide users on key takeaways in those calls. We use Gong filters for alerts about calls that may require coaching. That includes ale

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Winnie Nguyen
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HershCommunity Newbie
asked in COACHING
Sharing Value vs Feature-Dumping

One area of focus for our sales team will be having them speak more more to value than feature dumping. Does anyone have any suggestions on how Gong can be leveraged to notify AE managers when value is discussed on calls proactively? Or said another way, what’s a good way to highlight AEs who spend time talking features vs value? Any help or ideas would be greatly appreciated.

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Nisha Baxi

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Noga Aloni
8 months ago

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